Finding problems is good. Finding your customers pain makes life easier for your customers and prospects. It also helps you make a sale. In the end however, it’s not good enough.
What your customers and prospects need is a problem slayer.
Everyone is good at identifying the problem. Problem identification has never been a challenge in any situation. Critics are everywhere. No one likes being told what their problem is however, without a way to make it disappear.
The difficulty is in creating solutions. Creating solutions is hard. Even with our own product. Rarely does our product fit perfectly. Most of the time a good sales person has to show HOW their product can solve the problem. The sales person has to build a solution. The value is in solving the problem not identifying it.
Don’t be problem identifier, be a problem slayer. It’s only then you make the problem go away.